What Are Your Goals For 2007?
Now is the time to plan for 2007. But how are you going about
setting your goals?
Most agents and planners do a very general approach to goal setting,
and this is a big mistake. General goals get meager results.
Specific goals and action reward you…
General Goal example: Get more appointments. Increase sales.
Good Goal example: Get x number of appointments per week. Increase
sales by x rupees per month, for a total of x rupees per year.
My Action: Set quarterly appointments with Cream Networth clients,
semi annual appointments with High Networth clients, and annual
meetings with all others. Mail all clients a newsletter every month.
For setting these types of specific goals & actions new version of
Winner Plus will help you much.
In this latest version 2.1 apart from MDRT target you can also set
targets for your investment business, i.e. Mutual Funds (SIP/Bulk
Equities) and governments schemes. It will remind you for your
daily targets about it.
Now any private insurance agent can add his/her club membership
details in Backlog Entry and watch his/her progress day by day.
You can make analysis of your work in a better way with calls to
meetings ratio through very new Work Analysis Report. Here you can
count Fresh calls/meetings and Repeat calls/meetings separately.
And you can also learn how many new persons you have contacted
within a particular time period.
You can enter step by step progress for your Task Management. Also
Print your tasks with selected group in any Order for specified
period.
Merging of selected data from one file to another is now possible
with this new version.
For our respected development officers & agency managers we have
introduced a special Networth Screen to target MDRT potential agents.
To see what winners say click Comments below!
Sanjay said
Hi, This Internet club will help Winner Plus users to get innovative Ideals for better Implementation and effective prospecting. Users can post their queries about implementation and prospecting in their business. Club will provide solutions for their problems.
Jayesh G Khona said
You need to upgrade your after sales service. I had requested for repeat training for how to use the package and reminded also. But nobody has came for the same.
Please look in to the matter
amal mondkar said
Dear Mr. Jayesh,
Thanks for your comments. We are really working hard to improve on our workforece, so as to enable you to avail of our services in a much better way.
The blog and the email facilities are created just for that. I am sure you must have started using the winner plus after first training. It is a user friendly package, supported with help munu, mannual , email response and blog facility. Please communicate with us about any difficulty you are facing in using the software and we promise you to reply within 48 hours.
Very shortly, we are also arranging for a group training system, which will further help you and rest of our friends to use the Winner Plus in more efficient and effective way.
Thanks once again for the response.
Sanjay said
Referral Marketing Secret Number 1. Direct Mail
Set up a system to regularly ask for referrals so that you can
maintain a steady stream of business. But don’t just ask after a
sale. Ask for referrals EVERY time you come in contact with
someone. And be creative. In other words, instead of asking,
“Do you have any referrals?” Try this…
Include a couple of business cards in your initial sales letter
and ask the reader to pass them out to friends.
With possible mail contamination these days, send a simple
postcard asking for referrals. You can create a little ad about
yourself and your services, then insert it in envelope with
the words: Pssst – tell your friends! Or “Pass this along
to your neighbor!”
For direct response, include a special self-addressed, stamped,
return Referral Post Card with every mailing. Insert blank
spaces on the card where people can write in referral names and
contact information.
Winner Plus will help you in selecting a group of customers and
sending then a common personalised letter.
When you receive any feed back with new references add it into
Winner Plus and click Source [...] buttom. Then select the person
who has given you references.
His/her Cagetory will be automatically added with “Reference
Generation” tag. So you can get separate list of customers who
has given you references.
Sanjay said
Referral Marketing Secret Number 2. Telephone
Have a referral script ready by your telephone, even in your
cell phone case. Then you will be ready for a caller and
remember to ASK for referrals. HINT: be ready to INPUT
them down. This means have tools ready like Winner Plus.
Select SOURCE in Quick Search Bar. Select Name of person
whom you are calling for taking references. (If Name in not
in the list add it from Masters -> Source option.) Then just click
New (Alt-N) button and fill in the blanks with name, phone,
address, e-mail, etc of every reference given. After filling all the
information click Save (Alt-S) button. Repeat this for each
reference.
You can vary your script, too, by saying something like, “We’re
having a special survey this month and our home office has
asked us to submit referrals. “That can get YOU off the hook,
making your company be the one who is looking for business.
Know what to say to new callers who are not even sold yet
themselves – everybody has a contact to share… “Sure, I’ll send
you more information. Your neighbor could benefit, too. What’s
the house number of the neighbor you know best on your street?”
Keep away from those “Yes” “No” answers like “Do you have any
referrals?”
Sanjay said
Referral Marketing Secret Number 3. During Appointments
BE PREPARED – like the Boy Scouts. Have referral cards and
writing tools ready when people come into your office. Tell them
(don’t ask) to fill the card out while you get… something (your
visitor a beverage, a product brochure, a piece of candy,
anything – but get up and leave for a moment). Keep these
referral cards in the open for IMMEDIATE use.
Be creative with your strategy. For instance, if your visitor is
a mom with small children in tow, offer her a break by giving
the children crayons and a coloring pages – again, BE PREPARED
here and have them in stock. Then casually mention to the mom,
“Oh, so that I don’t forget, home office needs 3 referrals by
the end of the day, or I’m toast. So you can fill this out while
I pass around these coloring pages…”).
Apply same rule even if you have visited at customer’s place.
Open you laptop & enter referrences immediately in Winner Plus
in front of them. Take as much as information necessary for
contacting prospects.
Sanjay said
Referral Marketing Secret Number 4. Survey
Conduct a survey and ask for referrals. First focus on an area
for your survey to cover. You can easily select groups of particular
cagetory or segment or geographical area from Winner Plus. Even
it is possible to select age-group. Ask your prospects how they’d
prefer reminders to examine their policies – via e-mail, phone
or postcard. There are numerous topics on which to focus a
survey. Ask senior citizens for their health problems or conduct a
search for “insurance surveys” over the Internet for more ideas.
Then choose a method or methods to conduct your survey. You
can conduct your survey by placing a poll online with help from
Yahoo Groups! Or design your own online form on a page of your
website. You could e-mail the survey and ask for it to be
e-mailed back with responses. Or you could fax or regular
(postal) mail the survey – include a return, stamped envelope
here. Telephone calls work, too.
Bottom line: no matter which method you use, ALWAYS ask for
referrals so that when your responses come back, you’ll have
referrals, too. Add a section to your online form where the
responder can type in referral contact information. Add a
referral box to your fax, mailers and e-mails. And have phone
callers ASK for referrals, again NOT in a “YES” “NO” manner. But
rather in reply to: we are polling members in the area for an
accurate representation. What are the addresses of two other
people in your PIN code area that would benefit from our savings?
(Maybe ask for one at a time…see how many you can get. Some
people will open up their address books).
Sanjay said
Referral Marketing Secret Number 5. Reward / Incentive
Give rewards or offer something in exchange for referrals; a
free gift, booklet or a gift coupon. Make a report on the survey
you took. Include the results in a booklet with information about
your company and you. Or create a gift basket and fill it with all
those samples of soap, toothpaste, dish washing liquid and
detergent. There are all kinds of items to give away in all budget
ranges.
Design an incentive campaign with small cards about the size
of a business card that will fit easily into a wallet. Include
small circles on the card that can be punched out with a
hole-punch – one for each referral. When all of the circles are
punched, the card-holder gets a prize. You could send stickers
for the card instead of using hole punches, for clients you
don’t see often.
You can also team up with others for incentive programs. Check
with your local companies who sell incentive / reward merchandise.
Check with local groups or local schools, too.
See what your customers’ points could earn.
Sanjay said
Referral Marketing Secret Number 6. Become an Expert
That survey you took can make you an expert in that area. Get
your name out there and share the results – speak at community
events, business luncheons, organization meetings, etc. Then
hand out your referral incentive plan, referral cards, business
cards, etc. during your presentation. Have packages of
information that include these items on hand to pass out.
Then take pencil to paper or fingers to keyboard and write up
the results. Send out a press release, article or column. You
don’t need to be a professional writer. Put your ideas on paper
and your contact information and send them in to local media for
publication.
Go a step further and make writing up your industry news a
habit. Send summaries of news updates to local media, telling
readers to contact you for more info. And offering free reports
upon request. Media love to give away freebies to their readers.
So you’ll both be helping each other.
Sanjay said
Referral Marketing Secret Number 7. 24 hours 7 days
Be available 24 hours a day / 7 days a week to beat your
competition. Does this mean you need to answer your phone at 2
AM? No! Use 24/7 voice mail, autoresponders and fax on demand.
To keep up with your e-mail, you can set up autoresponders.
Check any search engine for “autoresponders” and try a couple.
You can have prospects send an e-mail to your account that will
generate an e-mail back to them complete with the free download
they’ve requested. Let the autoresponder work for you and help
out.
So check around. You can access your information in a variety of
ways and keep in touch with your prospects to let them know you
think they are important. But remember, ALWAYS ask for
referrals, even 24/7. Have all voice mail, faxes, e-mails and
autoresponder messages request referral information. It’s a
continual process to bring steady prospects to your door -
virtual and real.
Chandrahas said
timebeing i could not focus on my goals & target. can you give me some tips to focus my activities
Amal Mondkar said
Chandrahas,
Temporary discusfocus is not a very uncommon thing. Ruthless cosistancy is a virtue of an ass. But, Having said that, one can look at this problem as an opportunity to look from different point of view.
The key to solve this problem effectively is for you to all go through the process systematically.
Define the Problem Clearly
Right at the beginning, you ask the question, “What exactly is the
problem?” Clarity of definition will resolve 50% of the issues before they
go any further.
Focus on the Future
When discussing a problem, be sure to focus on the future over the past.
Ask the question, “Where do we go from here? What do we do from here?What are our options for the future?”
Too many problem-solving discussions end up focusing all of the attention of all the people present on what happened in the past and who is to blame.
Use this type of Self-communication to focus on where your targets and actions are going, and what can happen in the future – the only part of the equation over which You have any control.
Talk About The Solutions
A second element is for you to talk about the solutions instead of talking about the problems. Keep the attention focused on the
possible solutions and what can be done rather than what has already
happened.
Release Creativity
The discussion of solutions is inherently positive, uplifting and has a
tendency to release creativity . A discussion of problems is inherently negative, demotivating and tends to inhibit creativity.
Exercises
Here are two three you can immediately to become a better problem solver
and decision maker.
First, take some time to be absolutely clear about the targets that is
under discussion, or that you have in your mind. Give some thought to what an ideal Target or Goal you would want to accomplish. Instead of focusing on the situation as it is, talk about the situation as you would like it to be.
Second, keep the conversation focused on solutions, on what can be done in
the future. The more you think and talk about solutions, the more positive
and creative everyone will be and the better ideas you will come up with.
And third and foremost important thing is immediately start using Winner Plus on a regular basis, if you have not started doing so far.
Keep me posted on the progress.
Wish you a happy selling.
A.P.Chamdawala said
it was iiresistable….and good for every one..
i thanks to god to read such a new things..in my life…
Kunal said
I am receiving mails from Turbo Plus regarding sales & prospects I like that
very much.